The Sales Process

Question 1

Sales Process Rule #2

Answer 1

Know the purpose and benefits of each step

Question 2

Sales Process Rule #3

Answer 2

Never skip a step

Question 3

Sales Process Rule #4

Answer 3

Always get answers to questions you ask

Question 4

Sales Process Rule #5

Answer 4

Always handle customers originations and objections

Question 5

Sales Process Rule #6

Answer 5

Always be positive with everything you do

Question 6

Sales Process Rule #7

Answer 6

Always agree with the customer

Question 7

Sales Process Rule #8

Answer 7

Always approach each step from the mode of service.

Question 8

Sale Process Step #1

Answer 8

Attitude

Your manner, disposition or feeling about something. Includes your mental state, your expectations, your dress, your posture and your facial expressions.

Question 9

Sales Process Step #2

Answer 9

The Greeting

What to say, what not to say, what to expect and how to handle the customer to build rapport, get on common ground and move into the following steps.

Question 10

Sales Process Step #3

Answer 10

Fact Finding

The questions asked to determine what is vital, what is wanted and what is absolutely critical to your buyer so you can put your buyer on the right product and know how to communicate in a way that builds value.

Question 11

Sales Process Step #4

Answer 11

Appraisal or Buyer Profile

Is used when the buyer is trading something in and should also be tapped into when there is no trade. This sets up the selection, the demonstration and is vital in the negotiations so that you know how to structure your transaction.

Question 12

Sales Process Step #5

Answer 12

The Selection

This is a vital step to identify the correct product or products that are most suitable to satisfying the buyers wants and needs and their patterns.

Question 13

Sales Process Step #6

Answer 13

Demonstration

This step is where you take the time to show the features and benefits of the product selected; The features and benefits. Demonstrate those in a manner that creates urgency and desire for ownership now.

Question 14

Sales Process Step #7

Answer 14

The Trial Close

The step tests where the buyer is in the ownership process and determines whether your product is right for them and how close they are to purchasing.

Question 15

Sales Process Step #8

Answer 15

The service walk

It can be beneficial to demonstrate the strength of your company not to just sell the customer but service them after the sale.

Question 16

Sales Process Step #9

Answer 16

The Write Up

Vital. Where you present a proposal and enter into negotiations; without a write up all the other steps that came before and will follow are a waste of energy. Write up every customer, no exception

Question 17

Sales Process Step #10

Answer 17

Negotiations

Misunderstood by most to mean a discount or cut in price when what it means is a come to an agreement that all parties can agree on; it’s not back-and-forth it’s an agreement.

Question 18

Sales Process Step #11

Answer 18

The Close

Using specific technology to get agreement and action to exchange things of value with each other.

Question 19

Sales Process Step #12

Answer 19

The Delivery

Delivering the product so the customer’s happy and understands how to use the product, this improves customer satisfaction and ensures repeat and referral customers.

Question 20

Sales Process Step #13

Answer 20

Follow-up

Creatively stay in touch to ensure continued satisfaction and repeat and referral business. Follow-up includes using the phone, email, mail, videos and personal visits.

Question 21

Sales Process Rule #1

Answer 21

Know the Steps

Question 22

Sales Process Mistake #1

Answer 22

Go at a customer with a random approach. You’ll be lost entire time thinking what to do next, how to connect and what to say next. Know exactly what step you’re on at all times and where you’re going next.

Question 23

Sales Process Mistake #2

Answer 23

Skip steps. Each step applies to every customer with no exception.

Question 24

Sales Process Mistake #3

Answer 24

Skip in order to speed things up.

Question 25

Sales Process Mistake #4

Answer 25

Miss any steps. Shortcuts cost both time and money.

Question 26

Sales Process Mistake #5

Answer 26

Talked out of steps by customers. Don’t let people talk you out of steps.

Question 27

Sales Process Mistake #6

Answer 27

You don’t get answers to questions asked. Make it a rule always get answers to questions asked, if you can’t control the process you can’t close.

Question 28

Sales Process Mistake #7

Answer 28

You avoid asking questions. If you’re going to blow the sale blow it knowing you knew what you were doing and did ask. The best way to take interest in someone is to ask questions.

Question 29

Sales Process Mistake #8

Answer 29

You get to price before determining the customers wants and needs.

Question 30

Sales Process Mistake #9

Answer 30

You’re unable to handle tough customers.

Question 31

Sales Process Mistake #10

Answer 31

You’re too mechanical; you’re not fluid. The only way to get fluid is through education, drilling, practicing and rehearsing.